Close More Door to Door Pest: Name Dropping & Gate Keepers

I can show you. Oh, please leave. Okay. Hey, God bless. If you need anything, let us know, okay? Yeah, take care now, ma'am. Enjoy your day.

Oh yeah, they're coming from everywhere.

Exactly.

So I actually watched a whole battalion of them walking their eggs across the driveway right before.

Were they marching one by one like the song?

No, they, they were like a mass of—

Like an army.

Yeah, it was just like an army marching in. It was really wild.

Well, that's definitely heavy. Yeah, that's not fun. What's a good phone number for you, Deb?

71.

Good to meet you, Ted. So I'll show you really quick. She told me you have to replace all this siding up here.

No, I don't care.

Yeah. Oh, hey, God bless. For just $99.

But I'm not buying nothing.

No, that's okay. For just $99, we get the service where you actually get rid of the sales guy. You're all going to die. I'm playing. Okay. I thought that was going to be smooth. Of all the sales that we've had or opportunities that we've had, I was the most optimistic about that. I'm like, oh, we definitely have this on lock. Remember when she rolled out pricing? She's like, oh, that's not that bad. So That means I could close her, and that's why I was just going to get her information and say, yeah, debit or credit, basically. But because, um, our, our good friend Ted came out, he, uh, shot it down. You're going to have sales like that. Those are called gatekeepers. If I had signed her up, maybe he wasn't around, maybe it would have gone through. But mainly my thing is, if he were in a different mood, we might have had a different conversation there. Your neighbor over here dealing with a lot of the ants. You guys know Deb and Ted?

But I'm not buying them.

I don't know them.

They're good people, nice people. Are you new?

No, I've been here for like 30 years.

Okay, well, good to meet you. And your name is?

Shay.

Shay, good to meet you. Is that a black lab?

No, he's a shepherd mix.

Okay, cool.

He's super friendly.

What's his name?

Goose.

Goose. Good to meet you, Goose. 12 seconds later. I didn't catch your name. Or did I?

Shay.

Shay?

Yeah.

Your name is?

Shay. You're fired.

So Shay, as far as the bugs go, every house out here does need to have a service.

We don't have a company.

Have you ever had a company in the past, or would this be the first time talking to a guy like me?

As far as I know, no one's done it.

Okay, cool. So are you the main one in charge of the house now?

Uh, that would be her.

Okay. Hello, hello. I'm, I'm the bug man. She was like, I've been here for 30 years. I'm like, there's no way that you've been here for 30 years. You look too young. Good to meet you, ma'am. So do you. Well, both of y'all. And good to meet you, ma'am. My name's Austin.

Her name is Brenda.

Brenda, good to meet you. And these guys are my trainees. I show them the ropes.

You've got a whole crowd.

Yeah, they follow me around. They follow around the old bald guy. No matter where you are at in your summer right now, or even Even if it's postseason, you need to be training daily. So that's why I run a role play group where I actually work with you Monday through Friday. A lot of you guys spend money on like stupid stuff already, like freaking Alani's. Some of you guys drink Alani's. Awful. Don't drink these, okay? You need to be probably cracking Ghost instead, okay? And if you plug into my role play, I will show you how to sell at an extremely high level. Guys, I've taught guys that went from selling 1 or 2 a day to freaking 5 a day in my role play group, just 'cause I correct you in the moment and I show you what you need to fix. So DM me the word roleplay on Instagram. I'll get you plugged in, or scan the QR code below so that you can train with me daily on a Zoom call.

I've been here 50 years.

But he could help with the ants.

Yes. So sorry, I'm really a chatty guy. My apologies. I'm going to do it. I do talk a lot. So Brenda, tell me about the ants. I know the ants have been mainly kitchen and bathrooms.

Service the neighbor across the street.

We didn't service them. We didn't service them.

No, I don't care.

They were getting them inside the house, though.

Oh, okay.

They've been minimal. I've never had them before, but I'd see like, you know, it's not like they're everywhere.

Yes. So, so I'll tell you how I can help that, Brenda.

I'm more interested in— I see you see mice.

Oh yes. Where are you dealing with those?

Everywhere. Well, I mean, we don't see them.

Again, we don't have tons, but you know.

Listen, uh, Brenda, one mouse, one mouse is one too many.

Yeah, I know.

Yeah. But just because you're not dealing with a lot of the bugs, we can do a discount just because your main concern is just the rodents. I guarantee both, okay? Um, basically what we'll do is during the wintertime is when the rodents get bad. We'll, we'll seal any cracks or any like structural things that you're dealing with, like with like mesh, stuff like that. If they are getting in, they can get in the wall voids and have babies in the walls, and they just make their own home.

I definitely hear them in the walls.

If that's the case, I want to do some traps. Then I don't want them to continue to stay in the walls because I've seen some crazy stuff in my 7 years. Oh, boy. We'll do a 15-foot yard treatment for you for the bugs.

And roughly how much?

So normally, if you were to call my office, the first service, it would be $440, really thorough end-up service. After that, I come out every 3 months. But instead of charging you a big every 3-month payment, easy monthly payments of $73 a month. My main concern are the mice because if we don't get those treated—

That's my bigger thing.

Like I said, the ants are Well, and that's why, that's why I don't need to charge you full price, you know what I mean? I just do that for that affordable rate. What's a good number for you, Miss Brenda?

567.

And then last name, how do I spell it? What's a good email?

Gmail.

@gmail.com. And, and we come out every 3 months. Should you see anything in between, we'll come back out free of charge. So that's going to include everything.

How long is that?

That's— I'm glad you brought this up because that's literally my next part. Whatever, $70. It's $70 a month. Yeah, $70 a month. I didn't do, I didn't do good at math.

Yeah. So that's why— 24/7, 2,000 or 1,400. 1,700.

Yeah, over the course of 2 years. Exactly. And then I'll just have you sign right here saying that I went over that with you in that white box.

Goose is back.

Does Goose want to come out and say hi to us?

Oh, yes. He loves people.

Thanks for being here, Shea. I love that you're the one asking the questions. You're making sure Mom's in good hands.

Yes.

Grandma. I'm Nana.

Wait, what?

I know, she's so young.

Wait, wait.

I'm 75 years old. So, you know, yeah, I'm the Nana.

Yeah, wait, you're not— okay, you're not mom?

No.

All right, so for that first one, did you want to do debit or credit? You said credit?

Yeah, I'll do credit and then monthly things.

Yes, ma'am, it'll just stay on there. And if you guys do need to change it, let us know, we can change it. And I'm going to text us a selfie of me and you guys, that way you remember who I am. Y'all ready? 1, 2, 3. This is just if you guys text me, I'll always remember the day I talked to Shay and Brenda. And that last cell with the TED, remember how like I got shot down super fast? Well, in that one, it was a daughter making sure her grandma was in good position. If I went too hard on the daughter, it was going to totally turn the sale off. I'm like, yeah, yeah, we'll take good care of you guys. So I had to make sure the grandma felt comfortable and the daughter was there. And I kept complimenting the daughter. I'm like, I'm actually glad that you're asking questions just to make sure that grandma's in a good spot because it made her know that I was okay with her making sure the grandma was okay. If you like go too hard on it, then it can cause them to like draw back and have a lack of trust.

Right.

I'm gonna try a cherry limeade ghost. We'll see how this tastes.

But we have had some problems with ants.

Where are you mainly dealing with the ants right now, Debbie?

Well, one or two has been coming in the kitchen.

Let me ask you this. How big is the backyard, roughly?

Well, the whole property is an acre.

Mind if I look at the backyard to see what we're looking at over there? Just because I want to see what I can do to help. And this is where all your fleas and ticks are coming from, the forest areas?

Right.

Whose fence is this right here?

That's my—

But we'll help you out just because I know you're dealing with the mice, the ticks, and then also the ants as well. If I do that for you, does that sound more reasonable?

I appreciate it.

Yeah, yeah, yeah.

But I tell you what, but if I could do this next Monday, that would be—

Is it like budget-wise?

Yeah, and I'm going to be back from my trip.

I think we'd say it's probably not as big of a decision where you're like, oh, I need to think about it, because it's cheaper than a tank of gas at that rate. You know what I mean? Especially with gas prices nowadays. You know how they are. Yeah. What do you say we give it a shot?

Yeah, I'm sorry.

I'm gonna— You're awesome.

I'm gonna have to say—

Debbie, thank you.

I can't make the decision. So mainly it's been the ants and then the mice out here. They're getting pretty bad. I see the scissors right there. Don't get me, all right?

You ain't got bit yet.

Well, hey, I don't want this year to be the first, you know what I'm saying? Debbie's from Georgia, so I was talking to her about that earlier. I'm from Georgia as well. Truman, you're a good dude. Thank you for your time.

Yep.

God bless, okay? Take care now. Do you guys see how I was able to name drop without saying that, oh yeah, Debbie's a customer? I was like, I just finished talking to Debbie. She said you were super nice. There's a way to name drop without saying like, yeah, I take care of 27 of your neighbors, because I don't, you know. As long as you're perceived as the bug guy. So watch this. I'll be like, yeah, I just finished talking to Debbie and Truman. Super nice neighbors. You guys live in a great place out here. I just finished talking to them. Does that mean they signed up? Nope. Name's Austin. Hey, what's up? I love the headband. I love it. It's cool.

Thank you.

A lot of the ants and a lot of the spiders too.

Yep.

Yep. You know how it goes. These reps, they're in training today, so they follow—

Hi.

They follow the bald guy around. We kind of show them the ropes and get you guys set up later today. Before we come out though, we give you guys a phone call. That way you know a truck is on the way, ma'am. What's a good number for you?

He is really smooth, isn't he?

Smooth with it. 12 seconds later.

Yeah.

I'm not going to give you my phone number yet. You see how I made a mice-only package for her? What's she going to get? The whole package.

Yeah.

But for her, she's like, this is only for the mice. Why? Because 80% of the buying decision will be based off of 20% of your service. So for her, 80% of the buying decision was mice. Did she give a lick about anything else? No. Lauren's going to show up and do this whole thing. And for all she's concerned, she thinks she signed up for mice. But Lauren's going to do a bunch of cool stuff and they're going to be blown away, like overdelivered on value. But I didn't need to talk about Anything else, right?

Yeah.

So here's the other thing. You said something. You said I focused more on the problem than the solution. So people, pest control specifically, is a pain-based sale. You know, you want to make sure you take away their pain. Well, if there's no problem, there's no solution. So you don't do a good enough job building up the problem, there's nothing for you to sell them. Like if there was no problem with training and the kids weren't starting to tank at this time of the year, and they wouldn't buy my course. So what do I do when I sell my course? I'm like, hey dude, you're mid-June. You are not selling at a high level. You need to hop on my training course. But I really build up on the problem first. I'm like, hey, you should hop on the course. This episode is brought to you by Ghost Energy Drink. Actually, not really. Please sponsor me. Like a dream come true. If you're low energy this summer and you're not selling as many deals as you want, you should be on my course. We just sold multiple deals today and I'll show you exactly how I did it. That's why you need to invest in yourself. Pay the money. If you don't pay the money, you don't pay attention and go see how I do it. Guys, the stuff that you see on the doors, you'll be able to translate directly into your own door and make more deals. You have to sell less than one deal a month for the investment to pay itself off. Don't be small-minded. Invest in yourself. Treat this like a career and go all in. I'll see you guys back in the video, but invest in the course. Let's go.

I have tripled my sales since learning from Maser Sales Training.

Who's ever been mid-pitch and they'll say, do you cover mice? Who's ever had that? Okay, immediately you know their hot button, am I right? So wouldn't it be kind of silly to talk about the the spider webs if they don't care about spiders. If they're like, do you cover mice? When you hear this, you immediately go, absolutely, we'll take care of that. Where are you mainly seeing the mice? And then physically move them, be like, let me, let me go check that out, kind of see where they're coming from. I'm going to physically move the customer. I kid you not, I do this all the time. I'll be, I'll be over there, I'll start talking about mice and how we're going to fix it, and I'll go, everybody repeat after me, oh, and don't even worry about the numbers. Oh, and don't even worry about the numbers. That's the easiest part. That's the easiest part. I'll get to that here in a second. Real quick though, what's a good phone number for you? Why am I doing that? Are they or are they not sold? They literally said, will you kill my mice or will you treat my mice? And I said, yeah, of course I'll do that. Where are they at? I blow up the problem a little bit more and I go, oh, and don't even worry about the numbers. I'll get to that here in a second. That's the easiest part about this whole thing. Real quick though, what's a good phone number for you? Boom. And I get all the information. Guess what? The first time they ever hear about the price is at the freaking contract.

And I wrap those suckers up every time.

Because why? Do they care about the price at that point?

No.

What do they ask? Will you help me with my mice?